SalesLoft

JULY 10, 2023

Accommodates large buying committees and account-based selling. Has tools to help sellers make the right pitch, find the right content, and share the right message with every account. Automates support workflows that promote customer retention with a trigger based on the contract end date.

Cross-sell 40

Cross-sell Technology Technology Account management 40

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Inside sales reps sell from their office, in stark contrast to outside sales, where sales reps travel to visit clients and close deals on the road. AEs (Account Executives).

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Gong.io

JULY 27, 2022

Plan for future growth or changes. Now, you’re going to look at what you can do to support your customer’s growth in the upcoming quarter. Ask: “Could you tell me a bit about your growth plans and future goals moving forward into the next quarter?”. Identify churn signals and growth & upsell opportunities.

Objectives and Key Results 62

Objectives and Key Results Cross-sell Clients Strategize 62

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. There are many ways to approach sales, but the most common methods can be summarized as transactional selling, solution selling, consultative selling, and provocative selling.

Technique 82

Technique Negotiate Cross-sell Sales 82

SalesHandy

JULY 12, 2022

If you are selling to the wrong individuals, then your sales team will most likely struggle to connect with them and their pain points. It makes use of account-based marketing, which focuses on selling to targeted accounts that align your products/services’ capabilities with the needs of the customers.

Customers 59

Customers Cross-sell Represent Contract 59

SaaStr

JULY 24, 2019

We have a license-based model, and we’ve built into the product that our customers can add additional licenses as needed, as they go, in a way that is co-terminus with their contract. That really helps to reduce purchase friction and allow the CSM to grow the account without working on contracts. First up, hiring well.

X-functional 57

X-functional Engineering Clients Start-ups 57

Sales Hacker

APRIL 6, 2022

And these manual processes take sales reps away from their most important activity: selling. Let’s take a closer look at each word: Configure: Configuration of products and services ensures that what you provide is actually available, meets the buyer’s needs and specifications, and can be delivered according to the agreed-upon contract terms.

Cross-sell 95

Cross-sell Contract Price Finance 95

Sales Hacker

AUGUST 25, 2023

Before Catalyst , Mark served as the VP of Sales at Outreach for an eight year run that was one of the fastest growth periods in the history of SaaS. It was a huge part of Outreach’s growth strategy, and that’s why he dove headfirst into that mission at Catalyst. Very simple. That’s from my boy Jacko at Winning by Design.”

GTM 52

GTM Contract Cross-sell Account management 52

Gong.io

AUGUST 10, 2020

Which selling skills should account managers focus on building? On a recent episode of the Reveal podcast, we connected with MJ McCarthy, VP of Account Management at Everbridge, for answers to these and other questions that are top of mind for revenue leaders. Selling Skills and Account Management.

Customers 62

Customers Cross-sell Account management Drivers/motivators 62

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Creates processes to enhance cross-functional collaboration between sales, marketing, and customer success. We told you.).

Finance 101

Finance GTM Cross-sell SQL 101

Sales Hacker

APRIL 21, 2022

In the early days, most SaaS companies sell to other startups for a number of reasons. It’s simply easier to create a SaaS product for smaller companies.That’s why most SaaS companies focus on selling to other startups in the early stages of the company lifecycle. We started by selling to other startups, mainly YC companies.

Legal 87

Legal Cross-sell Contract Price 87

Hubspot

FEBRUARY 7, 2018

For instance, someone who loves to get to know their customers and help them achieve their goals over an extended period would likely be best in account management. Account Executive (AE). Account Manager. Sales Manager. Account Manager. Jobs in sales: Sales development rep (SDR). VP of Sales.

Territory 94

Territory Commission Outside Sales Account management 94

SaaStr

AUGUST 27, 2019

So all the way from founder led sales to growth stage sales. I’ll start because I’m living this right now, and where we’re contract value. Michaela Lehr: So mine says to learn ballpark contract value and figure out the pricing that the market can bear. Either work or not work. Sanj Sanampudi: Great.

Territory 55

Territory Contract Cross-sell Drivers/motivators 55

SalesLoft

AUGUST 10, 2023

In fact, reps only spend about 28% of their time day-to-day actually selling! Tasks like updating a field after each buyer engagement are handled by our CRM sync, ensuring that all your reps’ time is focused on selling and generating pipeline. Director, Revenue Growth | Blackbaud 2. Raymond Ivory, Sr.

Pipeline 52

Pipeline Cross-sell A/B testing Contract 52

PandaDoc

MAY 24, 2023

Before we zero in on the important qualities of a sales enablement manager, we need to wrap our heads around the very definition of this role. We all seem to know what sales managers, account managers, and business development managers do — but who in the world is a sales enablement manager? They sure do.

Objectives and Key Results 52

Objectives and Key Results Cross-sell Appointment Legal 52

Partners in Excellence

OCTOBER 25, 2016

Wrapped around this is some notion of upsell/cross sell, “Can we expand the relationship with the current customer (individuals)?” Much of this thinking drives an “account maintenance” philosophy, as a result, we tend to look towards “farmers” or relationship builders as our account managers.

Territory 88

Territory Account management Retail Cross-sell 88

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? Greenhouse followed a similar path to Talkdesk and should cross $10 million ARR later this year, up from almost nothing at the start of the year. How’d you manage all that? How did they do? All of them! Nicolas : Yeah.

Price 96

Price Start-ups Up-sell X-functional 96

SaaStr

AUGUST 20, 2020

Kyle Parrish: In that time, before I was even really focused on the impact of UI/UX or the design world at large, I started to realize we were selling against companies like Google and Microsoft and Box, and a lot of our sales pitch was around how intuitive the product was. But when we look at the data, we strip everything away.

Sales 81

Sales Price Quota Start-ups 81

The Lost Book of Sales

JULY 12, 2021

I have to say it didn't bother me at all while I read it, but I can understand that modern "Growth Hackers" and other actively practicing professionals can feel that way. Starting to cross the chasm. How does the "D-Day" strategy help companies cross the chasm? Tips on whole product management.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

SaaStr

AUGUST 15, 2020

Jay Snyder: I think the thing we’re doing Nick, to be able to force that is we’re getting a little bit more intelligent around account management. Bernadette Nixon: And so there are different things we need to do to bring to the table in crossing that chasm for our market. That’s incredible value.

Retail 80

Retail Start-ups Drivers/motivators Up-sell 80

SaaStr

MAY 28, 2019

And then through our partners and our ecosystem, through folks that we know and through our account managers, then we also identify evangelists within organizations. It was called mobile growth and that was the whole point, figure out how to build a business on an app. They want to hear from each other to sell the brand.

Product 69

Product Start-ups B2C Growth 69

Hubspot

NOVEMBER 7, 2023

A CRM system generates an accurate sales funnel for you, which makes it easier to forecast future sales and effectively manage your team’s pipeline. You can also identify specific regions or industries to sell into and benchmark your average sales cycle. Customer segmentation. Scaling a sales process. Reporting and analytics.

CRM 75

CRM Contact Contract Objectives and Key Results 75